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Enterprise sales planning isn't operating on the same assumptions it once did. Productivity expectations are changing, AI is reshaping internal workflows and buyer behavior, and annual planning may not suffice. Together we'll hear what CROs are seeing change in the market, and how it's influencing their approach to planning this year.

AI is raising the bar for what’s possible, but most organizations still haven’t fixed the fundamentals. When account, opportunity, usage, and compensation data live across disconnected systems, AI ambitions fall short. In this session, enterprise analytics and GTM leaders will discuss what it takes to build a sales planning foundation fit for AI.

Shifting to consumption-based pricing reshapes how you need to think about quotas, capacity, incentives, forecasting, and ownership across the customer lifecycle. In this session, enterprise planning leaders will discuss what it takes to adapt sales planning inputs for a consumption-based motion.

Today sales cycles have stretched and productivity is less predictable, so quota and capacity planning has gotten much harder. Yet many organizations haven't adapted to how enterprise selling has evolved. Come hear from enterprise sales planning leaders on how to build more realistic quota and capacity models for today’s operating environment.

Enterprise planning may still run on an annual calendar, but realistically you can no longer treat planning as a once-a-year exercise. In this session, senior operators will discuss how they're actively working to build more continuous planning rhythms into the year; including how they govern changes and keep the plan credible amid evolving conditions.